There is a new show on A&E called Barter Kings.
The show features two guys that have a company where they take a basic household item like a lawnmower and trade with people until they reach something they can sell for big money like a car.
It’s an interesting show, but one subtlety of the show is something the guys do with almost every trade.
In nearly every instance they are trading something of lesser value than the other person. It might be the $150 push lawn mower for a $500 generator.
It’s a tough sell.
The other person often objects and that’s where the guys ask the person, “Why are you interested in a lawnmower?”
Instead of pushing the lawnmower on the customer, they ask what the customer wants and why.
Once the customer realizes what they want the trade becomes much easier.
Let eTailers Tell You What They Want and Why They Want It
There is no doubt that eTailers need all sorts of products and services. The eCommerce and online service industry is huge because there is a large need for expertise in a variety of online specialties.
Your challenge is to know exactly what your bullseye customers are interested in.
There are two ways to get this information.
First, you can ask your prospects like the Barter Kings, which works great. As you learn what eTailers want you can then position your product to fit their needs.
Second, you can get a step ahead and use existing data to understand what your customer wants. Our customers at etailinsights use data to learn all about potential eCommerce companies. Everything from the vendors they work with to company financials is covered in the data.
With this data, you can approach the ideal manager at the ideal eCommerce company and already have the perfect pitch ready. You’ll be prepared because you know what the customer wants and why they want it.
The data prepares you for the pitch. It also gives you a first discussion topic. As you move forward with the conversation you can let the eTailer tell you what they want and why they want it.
From there you can cater your pitch to fill their need.
If you’re selling display advertising you can ask the eTailer what they want. They will say they need to find a way to add incremental sales next year and that the CEO just gave out the order and they want to earn the bonus.
You can reply, “Well, our display solution has added an average of 5% in incremental sales for our clients in your eCommerce space…”
Who could say no to that pitch?
What has worked for you with finding out what customers want?
